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Marcus Reed

VP of Sales

Seeking VP / Head of Sales roles at high-growth B2B SaaS companies.

Professional Summary

Revenue leader with 12 years building and scaling B2B SaaS sales teams from first rep to $40M+ ARR. Specialized in enterprise pipeline, sales process, and rep development — with a track record of beating quota eight years running. Known for turning chaotic sales orgs into predictable revenue machines.
Austin, TX hello@marcusreed.com in/marcusreed

Brands I've Worked With

Gong® Outreach Snowflake® ZoomInfo Salesloft Gong® Outreach Snowflake® ZoomInfo Salesloft Gong® Outreach Snowflake® ZoomInfo Salesloft Gong® Outreach Snowflake® ZoomInfo Salesloft

Academic & Professional Credentials

Foundational Knowledge & Continuous Learning

University Degree

University of Texas at Austin

B.B.A. in Marketing

Class of 2009 Austin, TX Cum Laude

Certifications & Badges

Verify on Credly Verify on LinkedIn

Command of the Message

Force Management · 2021

MEDDICC Certified

MEDDICC Academy · 2022

Sandler Sales Mastery

Sandler Training · 2019

Experience

Vice President of Sales

Lattice

· HR & performance management SaaS

Jan 2021 – Present
Austin, TX
  • Scaled ARR: Grew new-business ARR from $14M to $41M in three years by rebuilding the enterprise motion and tripling the AE team from 9 to 31.
  • Quota attainment: Lifted team quota attainment from 58% to 89% by installing MEDDICC qualification and a weekly deal-inspection cadence.
  • Win rate: Improved enterprise win rate by 22 points and shortened average sales cycle from 96 to 71 days.
Salesforce Gong Outreach Clari
Verified Expertise

Director of Sales

Pendo

· Product analytics platform

Aug 2017 – Dec 2020
Austin, TX
  • Built mid-market: Built the mid-market segment from scratch to $12M ARR and 60% of company new logos in 24 months.
  • Hired & ramped: Hired and ramped 14 AEs with a 30-60-90 onboarding program that cut time-to-first-deal by 40%.
Salesloft HubSpot

Senior Account Executive

Bazaarvoice
Mar 2014 – Jul 2017
  • President's Club: Closed the largest new-logo deal in company history at $1.8M ACV and earned President's Club three straight years.

Client Impact

30 Second Case Studies

Your biggest wins for your most notable clients.

Rebuilt enterprise sales from the ground up

VP of Sales – Enterprise & Mid-Market

Active Results
+193%
ARR Growth
+31pts
Attainment
+22pts
Win Rate
-26%
Sales Cycle

The Client

Lattice had strong product-market fit but an unpredictable sales org — reps freelanced their process and forecasts missed nearly every quarter.

The Pivot

× Broken State

No shared qualification standard. Deals slipped, forecasts were guesswork, and ramp time for new reps stretched past six months.

✓ Fixed State

Installed MEDDICC, a weekly deal-inspection rhythm, and a 30-60-90 onboarding plan tied to clear ramp milestones.

The Strategy

I rebuilt the motion around disciplined qualification and inspection. Every deal over $50K ACV got a documented MEDDICC scorecard reviewed weekly. I restructured the team into mid-market and enterprise pods, hired a sales-enablement lead, and tied comp to pipeline hygiene as well as bookings. Within a year forecast accuracy moved from ±35% to ±8%, and ARR nearly tripled.

Tech Stack & Platforms

Salesforce Gong Outreach Clari

Technical Skills

Sales Leadership

Pipeline Management Forecasting Territory Design Comp Planning Team Building

Methodologies

MEDDICC Command of the Message Sandler Challenger

Segments

Enterprise SaaS Mid-Market B2B

Tools

Salesforce Gong Outreach Clari

Proprietary / Side Project

The Ramp Playbook

An open-source onboarding framework for new B2B sales reps — a 30-60-90 plan, live-call scorecards, and certification checklists I have refined across three companies. Used by 1,200+ sales managers.

Structured Onboarding

New reps follow a day-by-day 30-60-90 plan with clear milestones.

Call Scorecards

Managers grade real calls against a shared rubric every week.

Certification

Reps certify on product, process, and pitch before carrying full quota.

What I'm Looking For

What the right next role looks like for me.

Location

Remote or Austin, TX

Compensation

Competitive OTE + equity

Benefits

Full benefits + equity

Growth

Path to CRO